June '16

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rv-pro.com JUNE 2016 • RV PRO • 23 down with a lanyard full of keys or finding out their neighbor had the exact same bag- gage key they did. But still, it takes some work to get a dealership onboard. "You have to do it dealer by dealer by dealer," says Tom Manning, president of AP Products, which represents Bauer in the aftermarket. "It's not something you can just throw out there on a flier and expect everybody to buy in on the program and off it goes. It's an educa- tion process." Manning says dealers not only need to learn the installation process, but need to know how to ask the right questions of a customer to get to the selling point. Rather than just having a customer come in with a bad lock and replacing it, for example, he suggests finding out if the customer has an issue with carrying around so many keys or has concerns about security. "We give them the philosophy to do it as well as the tools to be able to imple- ment it," he says. AP Products currently is offering a counter card to catch the interest of consumers and offers an accompanying brochure to assist parts representatives in being able to quote out the job of replacing the locks. Bacon says he had plenty of positive experiences with consumers to convince him the product would sell when Bauer first got into the RV market. "We did some rallies over the summer and there would be ladies walking around with lanyards around their necks with five different keys for all the different applica- tions," he says. "I had somebody hug me because I keyed their trailer alike. They didn't have to worry about getting in late to the campground and have to fumble around in the dark with a bunch of keys to figure out which one goes where. "I was a guest of AP Products at the trade shows this year and I think I must've done 400 demonstrations on how to install lock cylinders to key trailers alike," he adds. "There's a tremendous amount #1 In Towed Vehicle Braking Sell a System + Install a System SALES & TECH Air Force One SKU 99243 SKU 99251 SKU 99242 Stay-IN-Play Duo Delta Force Air Force One SKU 99243 SKU 99251 Stay-IN-Play Duo Delta Force SKU 99242 Stay-IN-Play Duo Delta Force Receive $25 gift card when you sell or install an SMI braking system! US PATENTS 7,699,406 , 6,644,761 , OTHER PATENTS PENDING B R A K E 2 0 1 5 100% HAND TESTED / INSPECTED LOWEST COMEBACK RATE TROUBLE-FREE / UNIVERSAL INSTALLATION 24/7 TECH SUPPORT FOR YOU & YOUR CUSTOMERS 5-YEAR NO-HASSLE WARRANTY Sign up Now at spiff.smibrake.com smibrake.com • 800.983.3763 SPIFF Make you and your customers happy with SMI. RVPRO_3rdPageSpiff_SMI.indd 1 5/3/16 10:45 AM STROMBERGCARLSON.COM Jacks With Built In Motor Protection To Guard Your Investment OUR FAMILY JUST GOT STRONGER! Electric Tongue Jack "No Sweat" trailer hook-ups NEW 2016 2500 POUND CAPACITY 5000 POUND CAPACITY 3500 POUND CAPACITY

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